Compensation Dictates Behavior and Is Killing Alignment

Each year, sales, marketing and product leaders spend countless hours building collaborative strategies, processes and systems with the goal of tying themselves closer together, only to experience disappointing results. What they fail to realize is that true alignment is as much an experiment in human behavior as it is in any process, strategy or system, and driving much of this behavior is the way that the actors in the play are – or aren’t – rewarded. Tony Jaros presented on this topic at our tenth annual Summit in Nashville. Due to popular demand we are pleased to offer this presentation as a Webcast.

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